High Impact Fee Negotiation and Management for Professionals: How to Get, Set, and Keep the Fees You're Worth

With increasing pressure on margins, growing international competition and a rise in tough procurement practices, the pressure on professional service firms has never been higher. This book teaches lawyers, accountants and other professionals how to apply a powerful, consistent approach ensuring that the setting, getting and keeping the price works in their favor.

Ori Wiener explains how to develop a strategy to enhance the profitability of engagements through pricing, fee structuring, scoping, and negotiating, as well as the steps to take to embed supporting processes and the appropriate culture. Offering the skills, tips and techniques that will work in the professional services industry, his book covers the specific contexts and issues faced by law, accounting, consulting and coaching firms.

Chapter 1- Overview and context

Chapter 2- Drivers of profitability/ connection with a firm's strategy/ connecting to BD and CRM

Chapter 3- Pricing: issues: What do clients want and what are they willing to pay for

Chapter 4- Fee Structures: getting risk and reward right for both sides' issues

Chapter 5- Scoping: Why defining the work upfront matters

Chapter 6- Embedding good practice: how PSF Management can make a difference

Chapter 7 Negotiating PSF fees: How to prepare

Chapter 8- Delivering a credible opening offer

Chapter 9- Delivering a credible opening offer - How to manage the flow of concessions

Chapter 10- How to reach a good agreement

Chapter 11- Fee matter management: How to keep the fees you've negotiated/ running assignments profitably

Chapter 12- Law firm issues

Chapter 13- Accounting firm issues

Chapter 14- Consulting firm issues

Chapter 15- Coaching firm issues